Director, Revenue & Strategic Accounting

This is a fully remote position, open to applicants in United States.

📋 Description

• Report directly to the CFO and take full ownership of revenue planning and reporting from start to finish.

• Develop and manage the annual operating plan, quarterly reforecasts, and long-term revenue models that encompass new business, expansions, renewals, and churn.

• Analyze pipeline coverage, win rates, sales cycles, ACV, quota capacity and ramp, NRR, GRR, and logo churn.

• Collaborate with Sales and RevOps on headcount and capacity planning, territory and quota development, along with sales compensation design and associated costs.

• Handle revenue and customer reporting for the CFO, executive team, and board, which includes ARR bridges, cohort and retention analyses, and KPI dashboards.

• Create board and investor materials that present accurate figures alongside a clear narrative.

• Conduct monthly and quarterly business reviews with go-to-market leaders.

• Lead analysis of pricing and packaging across a diverse product suite.

• Assess go-to-market investments and new strategies through ROI and payback analysis.

• Assist the deal desk with non-standard agreements, multi-year contracts, and pricing exceptions.

• Reconcile CRM, billing, and ERP data to ensure bookings, billings, ARR, and revenue are aligned.

• Collaborate with Accounting on ASC 606 revenue recognition inputs and with RevOps on CRM cleanliness and definitions.

• Take ownership of and enhance the FP&A planning platform and customer revenue cube, prioritizing automation over traditional spreadsheets.

• Build and lead a small revenue finance team.

• Serve as a trusted thought partner to executives, challenging assumptions with data.

⛳️ Requirements

• 10+ years of progressive experience in FP&A, sales finance, strategic finance, or a combination thereof, including a minimum of 3 years in revenue planning leadership.

• B2B SaaS experience is essential.

• Experience within a PE or growth-equity backed company is preferred in this context.

• Proven experience in scaling a SaaS business through significant growth phases, such as transitioning from approximately $50M to over $100M in ARR.

• Extensive knowledge of SaaS revenue metrics and sales motion KPIs, including bookings, ARR, NRR, GRR, CAC payback, LTV, pipeline coverage, win rates, quota attainment, and capacity.

• Hands-on experience working with large customer and billing datasets.

• Proficiency in SQL or BI tools such as Looker, Tableau, or Power BI is a significant advantage.

• A successful history of pricing and packaging initiatives across various products or tiers.

• Experience in creating board-level materials and presenting them directly to executives.

• Familiarity with CRM systems like Salesforce or HubSpot.

• Knowledge of ERP systems such as NetSuite or similar platforms.

• Understanding of FP&A planning software, including Adaptive, Pigment, Anaplan, or similar tools.

• Familiarity with customer revenue cubes or subscription analytics tools.

• A Bachelor's degree in Finance, Accounting, Economics, or a related field is required.

• An MBA or CPA is preferable.

• Experience with hybrid revenue models, channel/partner/public sector revenue frameworks, security/identity/developer tools, fully remote companies or globally distributed teams, and investment banking/PE/consulting is a plus.

• High levels of ownership, standards, accuracy, and initiative are essential.

• A strong ambition to progress towards a CFO role and possess an executive presence.

🏝️ Benefits

• Direct access to the CFO with significant exposure to the executive team and board.

• An opportunity to influence pricing, go-to-market investments, and product strategies in a growing company.

• A chance to build the team, tools, and operational rhythm.

• Engaging in mission-driven work that protects millions of individuals and businesses.

• Benefits as outlined on the careers page (specific benefits not detailed in this posting).